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Bank Sales Manual

In this edited work, high-ranking experts from theory and practice discuss selected topics of sales in the banking industry. In this way, the reader is given the opportunity to selectively explore important individual aspects as well as to comprehensively grasp the topic of bank sales.

With the outbreak of the last global financial and economic crisis, credit institutions and their sales behavior in particular are in the midst of intense public discussion and focused perception. Far-reaching, different changes are only at the beginning of a historical realignment of bank sales over the next few years.

The content

  • Market participants as suppliers and consumers
  • Sales management
  • Distribution channels
  • Product portfolio
  • Advice (models)
  • Legal framework
  • Financial management
  • staff
  • Technology and processes
  • communication
  • Ethics and sustainability in bank sales

The publishers

Professor Dr. Detlef Hellenkamp is a university professor and head of the business administration bank course at the Baden-Württemberg Cooperative State University (DHBW) in Stuttgart.

Kai Fürderer is the director of the Institute for Asset Development (IVA) AG in Munich.

Keywords

Banks Branch Sales Customer Acquisition Online Banking Social Media Sales Strategy Martin Limbeck Klaus-J. Finch Roger Rankel
  • Detlef Hellenkamp
  • Kai Fürderer
  1. 1. Baden-Württemberg University of Applied Sciences, Stuttgart, Germany
  2. 2.Institute for Asset Development AGMünchenGermany

About the editors

Professor Dr. Detlef Hellenkamp is a university professor and head of the business administration bank course at the Baden-Württemberg Cooperative State University (DHBW) in Stuttgart.

Kai Fürderer is director of the Institute for Asset Development (IVA) AG in Munich.

Bibliographic information

  • Book TitleBank Sales Manual
  • Book SubtitleTheory and Practice in Future Dialogue
  • Editors Detlef Hellenkamp
    Kai Fürderer
  • DOIhttps: //doi.org/10.1007/978-3-658-06447-1
  • Copyright InformationSpringer Fachmedien Wiesbaden2016
  • Publisher NameSpringer Gabler, Wiesbaden
  • eBook Packages Business and Economics (German Language)
  • Hardcover ISBN978-3-658-06446-4
  • eBook ISBN978-3-658-06447-1
  • Edition Number1
  • Number of PagesXIII, 476
  • Number of Illustrations0 b / w illustrations, 96 illustrations in color
  • TopicsFinance, general
    Sales / Distribution
    management
  • Buy this book on publisher's site